The Operations Room: A Podcast for COO’s 78. The Pitfalls on The Path to Exit
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Sep 18, 2025 Dirk Sahlmer, Head of Origination at saas.group, is an expert in acquiring and scaling capital-efficient SaaS companies. In this discussion, he explores the balance between ambitious growth and team capacity, the dangers of micromanagement, and how offshoring can impact company culture. Dirk also shares insights on the 'bootstrap future' for scaling sustainably and the essential elements for effective due diligence. He emphasizes the importance of documentation and readiness to avoid deal-breakers, urging leaders to come prepared for success.
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Keep Customer Champions Ready
- Identify and nurture 'champion' customers who will provide references at short notice.
- Keep them engaged with regular attention so they're available and positive during diligence calls.
Simplicity Raises Deal Probability
- Complex legal and entity structures make small SaaS targets far less attractive to buyers.
- Simplifying entities, IP location and payroll reduces friction and increases closing probability.
Track Core SaaS KPIs Ready To Share
- Implement core SaaS KPI tracking and be able to deliver metrics promptly during first calls.
- Responding quickly reduces buyer suspicion and prevents early deal drop-offs.